1 rich Libsyn https://www.libsyn.com 90 600 Performance Management 🎯 Measure output to manage results and avoid micromanaging, but switch to measuring activities when not hitting numbers to guarantee output, as per Dr. Michael Lebau's &quot;The Greatest Management Principle in the World&quot; (1985). 📊 To ensure output, focus on key metrics introduced by Frank B. Kern in the 1940s-50s: cold calls, call-to-meeting ratio, pipeline size, average deal size, close rate, and sales cycle length. Diagnostic Approach 🔍&amp;nbsp;When performance lags, zoom in on specific activities while maintaining oversight of high-level dashboard metrics like sales, new clients, and revenue. Motivation and Rewards 🏆&amp;nbsp;Recognize and reward desired activities through both monetary and non-monetary means (e.g., encouragement) to motivate people and drive the right behaviors. Strategic Shift 🔄&amp;nbsp;Flip the equation from output measurement to activity measurement when targets are missed, ensuring that the right activities are being performed to achieve desired outcomes. Sales Influence - Why People Buy! http://salesinfluence.libsyn.com/podcast <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/38228955/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/content/193079770